Licensing Compliance Inside Sales Representative (Thailand)

Position Overview
 

Principal Duties and Responsibilities 
 

• Drive and execute against License Compliance strategy to meet and exceed ACV/Billings plan. 

• Develops an annual LC Territory Sales plan in order to ensure success for each fiscal year. 

• Work strategically through leads and opportunities in the Strategic Territory and Overall Territory space. 

• Identify and capture sales opportunities using highly developed Anti-piracy telemetry with existing or new customers who have under-licensed Autodesk software product. Assists customers in determining and purchasing correct levels of Autodesk licenses.  

• Take customers through the audit process: from notification of the audit at customer C-level, facilitating the collection of deployment data of the customer environment, presenting the results of the audit analysis to key customer stakeholders (including C-level), escalating within the customer or Autodesk side where necessary, negotiating the resolution of the compliance investment until full closure of the commercial resolution. 

• Demonstrates courage to be able to facilitate challenging conversations and negotiations with customer C-level stakeholders 

• Demonstrates critical thinking to analyze how to present the compliance issues to the customers and still turn the situation into a positive commercial outcome. 

• Demonstrate strong knowledge of Autodesk software licensing models, license agreements and contracts.  Be a subject matter expert on these topics. 

• Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods. 

• Understand legal compliance framework and exercising high level judgment for each customer situation the LC Inside Sales Rep is involved in.    

• Uses Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects. 

• Ability to successfully mitigate complex pushback by customers regarding the compliance situation.  

• Drive direct deal closures where the customer has a clear understanding of how the outstanding compliance exposure can be invested in new Autodesk software and technologies. 

• Uses Salesforce.com to track all leads, opportunities, activities and results  

• Engages and collaborates with Territory Sales and Value-Added Resellers where applicable – for example, where there might be up-selling opportunities within the LC matter. 

• Drives, develops, executes and monitors various LC campaigns.